Using the objection handling model will help your get a “yes” to an appointment.

• Repeating and affirming the agent’s concerns—shows understanding and trust.

• Using the objection handler addresses specific issues, providing clear and compelling reasons to meet.

• Ask prequalification questions—enhances communication and strengthens your relationship with the agent.

YOU CAN SAY

Universal: Take moving completely off the table, I’m not even expecting you to make a move. I’m just talking about getting together & getting to know you and your business a little bit and worst-case scenario you’ll be able to take away a few good ideas and implement them into your business. Does that work for you?

I’m not looking at making a move: You’re not looking at making a move, I can appreciate that. If you were, you probably would’ve called me first, right? (add humor – straight to 9 prequalification questions)

I’m happy where I am at:  Of course—if you weren’t you probably would’ve called me first.  Business is all about relationships and I just want to get to know you & your business a little bit.

I’m to busy:  Sounds like a great problem to have [agent name] (laugh) Let me ask you…

I love my broker: I appreciate your loyalty to your current broker. (use universal close)

To many closings/deals to make a move: That is totally understandable. If what I say makes sense and you consider making a move, we made arrangements in the past to make sure it makes sense to you financially.

I had a bad experience w/______ at your company: I’m sorry to hear that.  Hopefully you understand that one agent doesn’t represent the whole company, correct? Just like at [prospect’s company], every company has a few bad eggs.

If I LEFT, I would owe the company money: I understand it’s hard when you would owe someone money, that’s a tough one. I’m not even asking you to make a move. Let’s go ahead and meet and if what I say makes sense and you do decide to make a move, we can figure that out together.

Your office is too FAR FROM my market/house: I can see why it could be a concern for you. I’ve had other agents who have felt the same way but now make the commute because of what we have been able to do to help their business.

Doesn’t matter where I am I conduct business from home now: You conduct business from home. That’s great! That’s what I call a perfect opportunity. We too are seeing a lot of that even with our affiliated agents.

I don’t need COACHING/Learning: That’s great! Sounds like business must be going well for you. (use an agent testimonial)

I need space for my team: Needing space is important to you, correct? Great. Let’s get together and figure that out together.

The markets is crazy right now I don’t have time: [Agent name] Great. That’s what I like to call a great problem to have.

I don’t have any time to meet: [Agent name], I promise our meeting will only be 10-15 minutes. I’ll even put the timer on. (humor)

Medical Illness: I’m so sorry to hear that. In the past, I have made errors in two ways. I’ve been too careful because this is sensitive, or I hear something that makes me keep pushing forward. I don’t want to do the same thing with you, so tell me when would be a good time to connect?

It’s a bad time of the year: I totally understand, and I can appreciate that.  Let me ask you, has your business picked up or slowed down?

• If picked up, you can say: [Agent Name], that’s great, that’s what I like to call a good problem to have, right?

• If you’re right I don’t have any time to meet, you can say: [Agent name], I promise our meeting will only 10-15 minutes, I’ll even put the timer on. (humor)

• If slowed down, you can say: [Agent Name] That’s the very reason why you and I need to get together.  I’d love to share with you some things that we have been able to do to help our agents in today’s market.

I’ve never heard of your company: You’ve never heard of our company, interesting. [Agent name] that is the very reason why you and I need to get together.

Your company is too big/to small: [Agent name] As you know it’s the individual company and what they offer that helps the agent sell homes.

Ask the 9 prequalification questions:

1. [Agent name], let me ask you, how long have you been in the business?

2. Have you always been with [prospect’s company name]?

If yes, you can say: What made you decide to go with them to begin with?

If no, you can say: Interesting, what made you decide to make the move over to [prospect’s current company]?

3. Just out of curiosity, what do you see as your biggest challenge in today’s market?

4. How are you currently handling that?

[Agent name], what is the main source of your business? Is it mainly buyers or sellers?

5. Let me ask you, how is your broker currently helping you with [challenge]?

If no, you can say: They’re not? Interesting. Here at [dba of the franchisee] we believe we have a responsibility to our agents, and it is our job to help them stay accountable to being able to accomplish their goals.

If yes, you can move on to the next question.

6. [Agent name], what is your goal for this [year]?

7. Do you feel that you are currently on track for that right now?

If you don’t mind me asking, what were your numbers last year?

8. Let me ask you, fast forward a year or two, what level would you like to be at?

9. Just curious [agent name], what’s stopping you from doing it now?

That is the very reason why we need to get together. I’d love to share with you what we do to help our agents be able to accomplish [challenge].  What works best for you—mornings or afternoons?